Pardot Upgrade Paths

Pardot Upgrade PathsThe Path Forward

Natalija PavicPardot Specialistnpavic@salesforce.com | 647 640 2403 | @NatalijaPavic

Together, We’re Building a Path Forward

2009 • 2010 • 2011 2012 • 2013 • 2014

2015 • 2016

September 2016

2011 • 2012 • 2013 2014 • 2015 • 2016

The world’s most innovative companies

in GDP impact by 2020*$389

B

$2.04B

FY17Q2 revenue

24K

employees

“Innovator of the Decade”

IDC White Paper, sponsored by Salesforce, "The Salesforce Economy," August 2016

2M jobs created by 2020

Forward Looking StatementSafe harbor statement under the Private Securities Litigation Reform Act of 1995:

This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.

The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.

Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

…. and everything you wanted to know…Agenda

EngageVision Pardot Professional Wave

…. and everything you wanted to know…Agenda

EngageVision Pardot Professional Wave

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70% of the buyer’s journey is complete before a buyer even reaches out to sales.SiriusDecision

So What Do All the Upgrades Lead To?

How the Most Successful Customers Use Salesforce Results of Bluewolf survey of 1,700+ customers

Source: “2016-2017 Annual Report: The State of Salesforce,” Bluewolf, September 2016.

75% 80% 52% 69%

Investing in Analytics

Integrating Multiple Salesforce

Clouds

Frequently Innovating with

SalesforceFocused on User

Experience

Trends Among the Top 11% Surveyed

…. and everything you wanted to know…Agenda

EngageVision Pardot Professional Wave

Pardot Pro Features“you live, you learn, and you upgrade”

1. AB Email Testing2. Multivariate Testing3. Advanced Email Analytics4. Advanced Dynamic Content5. Google AdWords6. Chat Support7. Social Profile Lookups

AB Email Testing

AB Email Testing

AB Email Testing

AB Email Testing Will Help You Improve:

> >

Impressions Clicks Conversions

Example: Test Subject Line example Best to change one thing only. Subject line, winner has most opens.

The Winning Title

Multivariate Testing

Definition:Uncovering which combination of variations performs the best out of all the possible combinations.

Multivariate Testing

Multivariate Tests

Reporting for Multivariate Tests

Advanced Email Anlaytics

Will my email pass spam filters?

Advanced Dynamic Content

Advanced Dynamic Content

B A

A B

Advanced Dynamic Content

B A

A B

• Tailor messaging to customer journeyWill increase conversion rates

• Easily keep content up to date Update content in emails/landing pages at once

Benefits

Example: Call to Action Customer or Not

Example: Email with CTA customer or not

Dynamic content

Example: Show Event Based on Location

Example: Add prospects company name

Example: Change CTA based on Score

Example: Based on CRM system

Google AdWords

AdWords:Keywords you can buy from Google which will display your Ad on the the first page of a google search result when this keyword is searched.

AdWords: Paid

SEO: Earned

Chat Support

Social Profiles & Lookups

…. and everything you wanted to know…Agenda

EngageVision Pardot Professional Wave

Reach out at the right moment

Make every conversation count

Leverage your marketing powerhouse

Effortlessly Empower Sales with Salesforce Engage Extend the power of marketing automation to your sales team

Get real-time alerts when a prospect signals interest

Track email engagement and proactively reach out to prospects

Become a trusted advisor earlier in the sales cycle

Real Time AlertsReach Ready-to-Buy Prospects First

Tailor every interaction based on prospects’ engagement history

Own your pipeline with pre-built, marketing-approved email templates and campaigns

Understand which messages and assets

are most effective

Mass Email FunctionalityMake Every Interaction Relevant and Personal

Prioritize your focus on sales-ready leads

Easily add not yet ready to buy leads into nurture programs

Work the way you want – in Salesforce, in your inbox, or on-the-go

Email IntegrationFocus Time and Effort Where it Matters Most

…. and everything you wanted to know…Agenda

EngageVision Pardot Professional Wave

KnowView marketing and sales data in one place with visual,customizable dashboards

ExploreAnalyze multiple data sources to intelligently improvecampaign performance and marketing ROI

ActShare your insights from any device and quickly takedata-driven actions as a team

Supercharge Your Marketing and Sales PerformanceAdvanced marketing analytics with Wave for B2B Marketing

Get out-of-the-box, customizable dashboards

Have an end-to-end view of all of your key marketing metrics like pipeline and engagement data

Empower your entire team with relevant dataCreate custom, role-based dashboards for yourteam members

See how marketing efforts drive sales revenue Align marketing and sales by breaking down data siloes

Know Your Key Marketing Metrics at a Glance

Drill in and save custom views of your data

Create granular views of your data and side by sidecomparisons with lenses

Understand how prospects are engaging Connect engagement with specific assets or programsto actual sales results

Measure campaign effectiveness View how your campaigns are performing and seehow marketing contributes to the bottom line

Explore and Analyze Your Data with Ease

Connect to third-party data sourcesHave a complete view of all of your data and streamlinereporting on one platform

Share key insights quickly Take action as a team by sharing dashboards or lensesacross the business

Access insights from anywhereSee and share insights on the go with the mobile Wave app

Act on Insights Instantly

Summary of Findings

Pardot Upgrades Will Enable You To:

1. Improve Personalized Messaging

2.Connect at the Moment of Interest

3.Understand Impact of Decisions to Evolve Strategy

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